Senior Account Executive, Enterprise - West

Atlassian; United States; Hybrid; USD 180,900 - 236,175; Full time

Job summary

Atlassian offers a flexible work approach in the United States, with base pay ranges defined for three geographic zones. The role focuses on developing named or territory plans, managing executive relationships, and closing strategic enterprise deals across diverse customer segments.

As part of a high-growth sales organization, you will drive forecasting, collaborate with marketing, product, and customer success, travel as needed, and shape long-term client value while navigating complex sales

Qualifications

• 6+ years of quota-carrying enterprise software sales experience.
• Experience growing enterprise accounts with strategic impact.
• Proven ability to engage C-level and executive stakeholders.
• Experience building cross-functional account teams.
• Strong CRM usage to track KPIs and forecasts.
• Proactively drives opportunities with a consultative approach.
• Track record of meeting or exceeding performance targets.

Responsibilities

• Develop and implement named account or territory plans to maximize expansion opportunities and ensure a high bar of customer success.
• Develop and execute strategic sales plans to achieve company goals and targets.
• Identify and qualify leads, build relationships with key decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and close deals.
• Build and maintain relationships with C-level and other executive stakeholders.
• Understand client needs and propose appropriate solutions.
• Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.
• Negotiate contracts and pricing agreements with clients.
• Provide accurate forecasting and account planning to management.
• Stay updated on industry trends and competitors to maintain a competitive edge.
• Travel to meet clients and attend industry events as necessary.
• Build sales strategies for designated territory or named accounts.
• Serve as the main Atlassian point of contact or escalation point for designated accounts.
• Run strategy plays to identify opportunities and build long relationships with customers.
• Work with complex sales cycles and collaborate cross-functionally with the Channel sales organization.

Skills

Enterprise software sales

C-level relationships

Strategic account planning

Forecasting & CRM

Negotiation

Cross-functional collaboration

Quota carrying

Job description

Overview

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity.

At Atlassian, we work with over 300,000 customers worldwide, including organizations such as NASA, IBM, Hubspot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola. Our goal is to unleash the potential of every team through powerful software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. We believe in playing as a team, supporting each other, celebrating wins together, and sharing knowledge. Our employees work with Atlassian, not for Atlassian.

There is strong earning potential for our sales team, supported by the vast enterprise market and the consistent preference of customers for Atlassian products.

Responsibilities

• Develop and implement named account or territory plans to maximize expansion opportunities and ensure a high bar of customer success.
• Develop and execute strategic sales plans to achieve company goals and targets.
• Identify and qualify leads, build relationships with key decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and close deals.
• Build and maintain relationships with C‑level and other executive stakeholders.
• Understand client needs and propose appropriate solutions.
• Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.
• Negotiate contracts and pricing agreements with clients.
• Provide accurate forecasting and account planning to management.
• Stay updated on industry trends and competitors to maintain a competitive edge.
• Travel to meet clients and attend industry events as necessary.
• Build sales strategies for designated territory or named accounts.
• Serve as the main Atlassian point of contact or escalation point for designated accounts.
• Run strategy plays to identify opportunities and build long relationships with customers.
• Work with complex sales cycles and collaborate cross‑functionally with the Channel sales organization.

Compensation

At Atlassian, we design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate’s skills, knowledge, and experience when setting base pay within the range.

Benefits, bonuses, commissions, and equity may also be part of this role.

Pay Ranges

In the United States, we have three geographic pay zones. For this role, the current base pay ranges for new hires in each zone are:

• Zone A: $180,900 – $236,175
• Zone B: $162,810 – $212,558
• Zone C: $150,147 – $196,025

Qualifications

• 6+ years of quota‑carrying enterprise software sales experience.
• Experience growing enterprise accounts and applying strategy that yields greater outcomes.
• Experience engaging and building C‑level and executive relationships.
• Experience creating alignment and orchestrating internal account teams.
• Experience managing key customer relationships and closing strategic sales opportunities.
• Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
• Building and leading territory and strategic account plans.
• Experience leading or coordinating account teams to drive successful customer outcomes.
• Proactively engages customers with a consultative, solution‑oriented approach to discover new opportunities.
• Proven track record of meeting or exceeding performance targets.
• Contributes to the overall team culture in a positive, impactful way.
• Possesses a learner mindset.
• Ability to partner cross‑functionally and proactively build a network with internal and external stakeholders to drive the business forward.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family, and help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.

EEO & Inclusion

We believe that the unique contributions of all Atlassians create our success. To ensure our products and culture continue to incorporate everyone’s perspectives, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, marital, veteran, or disability status. All information will be kept confidential according to EEO guidelines.

Identity verification, which may include the use of biometric data, is a condition of employment with Atlassian for employment fraud purposes.